Browse Cold Calling Articles

“I use someone else!” This is a very common objection and one which salespeople and business owners can get very upset about. What they often hear in their heads is, “So I have no need for you!” Try replacing that self-talk with, “Yes, and?” Obviously, you’re not going to say that out loud but that’s what you need to think to ...

1. Focus on Helping the Other Person It's against our nature as human beings to create an uncomfortable situation with another person. That's the core reason many of us get that knot in our stomach when we start dialing a cold call. When we're only focused on making the sale, this is not a natural meeting place for both people. We ...

Before you make a cold call, do you "gear up" first? Do you get excited about your product or service, and try to anticipate making the sale? Well, if you're following the old traditional cold calling mindset, that's probably what you've been trained to do. But what you don't know is that enthusiasm and confidence usually backfire on you. Why? Because ...

More and more e-mails are arriving in my in-box from people who hate cold calling. Here's what they're saying:  “Cold calling terrifies me.”  “The phone feels like a 10,000-pound weight.”  “Every time I have to make a cold call, I freeze up.”  “I feel like a fraud when I’m cold calling.”  “I can’t take the rejection ...

Did you know that the way you speak makes a big difference on your sales calls? For example, are you a self described slow talker or do you like a fire rapid pace of conversation? I bring this up because I never used to pay attention to the way I spoke during a sales call. After all, as long as ...